Have you ever felt a little awkward after that first five seconds of an initial sales conversation? Using those “Hey, how you doing?” mundane type of initial phrases that lead to you just talking over your prospect and not making a quick connection. I hear and see it all the time!
Everyday initial conversations starters DO NOT work in the selling world, and DO NOT forward your sales conversation. If you’re wondering why you’re not growing, as you should be in sales, this may help you break through. Shake things up a bit. Make your lead in phrases you!
Where do we start?
Bring your personality into it…literally your personality!
“Hey is this John Smith? Great, do you have 79 seconds for me really quickly?”
“John, I’ve been trying to catch you for months I literally thought you were kidnapped man, were you kidnapped?”
“Hey John, this is Dave, are you ready for this?”
“John, how is your office staff running over there today? (don’t let them respond) Who’s winning, you or them?”
Shake things up then lead into what you are doing and what you’re calling about. You’re melting away the tension that could exist when you use those icebreaking lines that can immediately connect you with your prospect because you’re different. If you are a prospecting master, you are an “ice-melter” with these types of initial phrases!
Let me leave you with your prospecting golden nugget for the week…
When prospecting, be YOU. Nobody in this world has your design. Daily you choose to cater to the world, or make it your masterpiece. Make it your masterpiece when you are prospecting today. Get out there and melt the tension, use your ice melting lines to get in and connect with your prospect quickly.
What are some of the ice melting lines you have used? Tweet them to me @davebrown_swc #meltingtheice #southwesternconsulting
Just in case you missed last month’s sales training conference call, we are making it available to you here! Each month Southwestern Consulting™ brings together our finest Top Producers to train on today’s most relevant sales topics. These calls are free and you don’t want to miss out on these opportunities to learn from the absolute best. Some of our past topics include closing, referrals, prospecting with LinkedIn, follow-up and selling with social media.
Listen to last month’s call on Mastering Your First Impression Conversation When Selling:
Does your sales style work well for Prospect A, but bombs with Prospect B? Our Top Producer Training Professionals will share tips on how to NAVIGATE BUYING BEHAVIORS of the 4 different types of buyers.
Our ASK THE SALES EXPERTS teleseminar THURSDAY, November 10th at 7:00PM CST, will help guide you through the various buying styles.
NAVIGATE: SELLING THE WAY PEOPLE LIKE TO BUY
THURSDAY, NOVEMBER 10TH AT 7:00PM CST
CALL IN: 712-432-0404 access code: 555575#
Live Chat on our Facebook Page at 7:00pm CST – Join us for LIVE Q & A during teleseminar
Gary Michels – How to Identify Behavioral Styles and Quickly Adapt Ron Marks – Managing More Effectively Through the Behavioral Styles Dustin Hillis – Navigate Appointments: Modifying Your Sales Approach to Match Your Prospects Buying Behavior Style Emmie Young – Why Navigate? The Reasons You Don’t Sell to Everyone the Same Way Rory Vaden – 6 Keys to R.E.V.E.A.L. the Potential in the 4 Types of People Around You Amanda Johns – Identifying the Different Sales Behavioral Styles Over the Phone
Leaving messages and not getting calls back? Here is a script for those folks who are not returning your voicemails:
“Hi Mary, this is Shelly Blume over at BBI. I’ve got to tell you, you are a tough person to get hold of, but you know what? I consider that a good thing. It tells me you’re working hard and you’re making things happen and you’re the type of person I like to work with. So I’ve got an idea since the phone is not working so well. I’ll plan on coming out to your house on Friday between 3 and 3:30 to drop off the guide. Now if you can do me a favor, it’s about a 40 minute drive out there, if that time does not work for you, please give me a call and suggest a better time that works for you, that would be great. Otherwise if I don’t hear back from you I will assume that Friday between 3 and 3:30 works for you and I will plan on introducing myself to you then. Again, this is Shelly from BBI and my number is xxx-xxx-xxxx. I look forward to meeting you on Friday!”
If you are wondering if this really works . . . here is how it worked for a current SWC coaching client:
Just wanted to drop you a note regarding using this script. It is fabulous. I’ve used it on four calls and I’m thrilled with the results. It definitely was a shot in the arm that I needed. The first couple was today at 2:00 p.m. and they didn’t call to cancel but were at home waiting for me. This was a couple I had been calling since April and never got anywhere with them. The second call was for an appt on Friday, she did call and cancel but asked me to call her back with another day and time. The next was an appt for next week and he called to confirm. And the last one I haven’t heard from.
Thanks again for your sharing this script. Can’t wait to get going with our first meeting.
Kathy Kemper, Community Service Counselor Olinger Crown Hill Mortuary & Cemetery
Looking forward to your results – please comment below